A

RESEARCH REPORT
ON

“CUSTOMER BEHAVIOR FOR PREPAID & POSTPAID

CONNECTION OF
B.S.N.L. (BHARAT SANCHAR NIGAM LIMITED)"

UNDER THE GUIDENCE

Ms Richa Vats

SUBMITTED TO SUBMITTED BY
DR. P.K. AGRAWAL RAVI SHUKLA
DIRECTOR PGDM 2nd SEM
IIMT PROFESSIONAL COLLEGE Roll No. MO9034

IIMT PROFESSIONAL COLLEGE

MEERUT

1
 DECLARATION

This is declare that I am student of Post Graduate Diploma In Management in IIMT

Professional College, Meerut, U.P. have given original data information to best of my

knowledge in the project report entitled “CUSTOMER BEHAVIOR FOR

PREPAID & POSTPAID CONNECTION OF B.S.N.L.(BHARAT

SANCHAR NIGAM LIMITED)"

At BSNL Pratapgarh & that no part of this information has been used for any assignment but

for partial fulfillment of the requirements towards the completion of the said course.

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 EXECUTIVE SUMMARY

Spending a period of three weeks with the project “CUSTOMER BEHAVIOR FOR

PREPAID & POSTPAID CONNECTION BSNL under Pratapgarh (U.P.) sub-division” was

really a very interesting time for me . The way I received the views of the people in different

areas of Pratapgarh (U.P.) division made me to realize that practical experience is much

different from theoretical knowledge.

I was in direct selling and, I realized that it is very difficult to understand the behavior of

customers. I am saying this because even though I was associated with a brand, sometimes it

was difficult to convince the custom BSNL has a Quality management system which is

demonstrated through its ability to consistently provide product and services that meets

customer and applicable regulatory requirements. It aims to enhance customer satisfaction

through its effective services

B.S.N.L was born free, a force unleashed into the market with a relentless and unwavering

determination to succeed. A spirit charged with energy and creativity and a team driven “to

seize the day” with an ambition to become the most globally admired telecom service. B.SNL

after just few years, has risen to the pinnacle of achievement.

As India's leading telecommunications company serving over 33 million customers the brand

has played the role as a major catalyst in India's reforms, contributing to its economic

resurgence.

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Today it touch peoples lives with its Mobile services to connect India's leading 1000+

corporate , empower them through Broadband services and connect Indians living in USA

with the call home service.

The strong product line from BSNL in Corporate Connections, customer friendly service and

national distribution strength. Have helped in making BSNL the most preferred brand of

mobile service provider in corporate world.

The telecom sector is witnessing a tough competition, with every major players (Reliance,

Hutch in corporate) having a range of products, with the entry of Vodafone, it will become

more tough.

Despite of various difficulties and limitations faced during my research report project I tried

myself to gain as much experience of marketing because Marketing is a very crucial activity

in every business organization. Every product produced within an industry has to be marketed

other wise it will remain as unsold stock, which will be of no value.

4
 ACKNOWLEDGEMENT

This project has not been prepared by me exclusively but, several personalities have

contributed toward this. To all those ideas have been helpful in preparing this project

report. I express my sincere gratitude. I am deeply indebted to Mr. Praveen Kumar

Singh who acted as a mentor and remains the constant source of inspiration and motivation

in completing this project. I would also like to thank my director sir Dr. P.K. Agrawal,

whose reviews and comments have helped us to improve this project.

I also thanks to T.D.M. Mr. G.L. Gupta for his valuable information &

supports .I admit my special thanks for his help in completing this project.

Least but not the last, I admit thanks to some of my friends, who has been a great

source of guidance and encouragement. I am indebted to them for their painstaking efforts in

helping us while preparing this project report.

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 PREFACE

Practical knowledge is an important suffix to theoretical knowledge. One cannot merely

depend upon the theoretical knowledge. Classroom lectures make the fundamental concept of

Management clear. They also facilitate the learning of practical things. However, classroom

lectures must be correlated with the practical training situations. It is in the sense that practical

training in a company has a significant role to play in the subject of business management.

Market Research is indeed an ancient art; it has been practiced in one form of the other since

the day of Adam and Eve. Its emergence is of relatively recent origin for success of any

business and with in this relatively short period, it has joined a carry great deal of importance.

Management in India is heading towards a better profession as compared to other professions.

The demand for professional managers is increasing day by day. To achieve profession

competence, manager ought to be fully occupied with theory and practical exposure of

management. A comprehensive understanding of the principle will increases their decision

making ability and sharpens their tools for this purpose.

Marketing management is a powerful tool for achieving organizational goals and gaining

competitive advantage. Research report project goal is to help students become effective

managers in today’s competitive, global environment. Emphasis is given on discovering the

challenge of both managing and understanding the market and how the marketing strategy fits

in the organization “Marketing management is creating revolution in marketing of products

and services by the organization throughout the world.

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 INTRODUCTION

I, RAVI SHUKLA feel honored that I have completed my Research report Project. My

project title in research report was “CUSTOMER BEHAVIOR FOR PREPAID &

POSTPAID CONNECTION OF B.S.N.L.”

It was challenging for me because this was just first ever experience of me of working in a

company. So, at the initial period I was a little bit tensed. It is a great thing for me that I have

completed the project successfully. In this regard I went to maintaining one name without

whose help my project would be incomplete task. Mr. PRAVEEN SINGH, my guide during

my project time and who helped me a lot during the preparation of my project

In accomplishing the goals of any organization the manager is not working alone. He is

working as a member of a team, the other member of his team being his staff. As manager of

this team he is responsible for his efficiency and effectiveness. Such management of staff

invokes creating condition and motivation for staff to work effectively.

This project focuses on customer’s motivation and the measurement for performance output.

To comprehend their themes it is necessary to study the underline behavioral concepts as well

as the physical processes and method used in motivating and appraising customers.

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 TABLE OF CONTENTS

S.No CONTENTS Page No.

PROJECT OBJECTIVE
1 9
RESEARCH METHODOLOGY
2 10
DATA ANALYSIS & INTERPRETATION
3 11-18
COMPANY PROFILE
4 19-26
ORGATIONAL CHART
5 27
HISTORY
6 28-29
VISSION, MISSION & OBJECTIVES
7 30
BRAND NAMES OF B.S.N.L.
8 31
B.S.N.L. UNITS IN INDIA.
9 32
MARKETING STRATEGIES OF B.S.N.L
10 33-38
CAPITAL OUTLEY
11 39
COMPETITIORS
12 40-42
MARKETING OF MOBILE PHONES
13 43
AVAILBILITY OF CONNECTIONS & RECHARGE
14 CARDS
44-46
A LEARNING EXPERIENCE
15 47
LIMITATIONS
16 48
FINDINGS
17 49-50
SUGGESTIONS & RECOMMENDATIONS
18 51
CONCLUSION
19 52
QUESTIONNAIRE
20 53-54
BIBILOGRAPHY
21 55
ANNEXURE
22 56

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 PROJECT OBJECTIVES

The research report is an opportunity to all of the students to get the feel of the corporate

world and to know the practical approaches of the organization in solving the business

problems. The main objective of the project is “CUSTOMER BEHAVIOR FOR

PREPAID & POSTPAID CONNECTIONS OF B.S.N.L UNDER

PRATAPGARH SUB-DIVISION”..

Marketing in rural area is a subject, which is largely discussed. With some exceptions, mobile

phones are generally used by urban population. The marketing of phones in rural area is a

matter of interest for the researcher, in the field of marketing of modern instrument of

communication. In the present study, an attempt will be made to study the ground for

marketing the mobile phones in the block..

In order to study it more systematically, the present study depends upon the following

objectives.

(1) To study the economic position of different sections of people in the area

(2) To find out the sections which generally use the mobile phones?

(3) To study the present capacity of B.S.N.L. and other companies to provide the people

operational facility of mobile phones

(4) To find out the new customers, where the mobile phones can be popularized

(5) To find out the popular measures which can be adopted for the purpose

(6) To suggest the ways by which the marketing of mobile phones can be increased

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 RESEARCH METHODOLOGY

Research methodology is a systematic way, which consists of series of action or steps

necessary to effectively carry out research and the desired sequencing of these steps. The
marketing research is a process of involves a number of interrelated activities which overlap
and do rigidly follow a particular sequence. It consists of the following steps.

1. Formulating the objectives of the study

2. Designing the methods of data collection

3. Selecting sample plan

4. Collecting the data

5. Processing and analyzing the data

6. Reporting the findings

RESEARECH DESIGN: - Exploratory Design

SAMPLING UNIT:- A sampling framework i.e. developed for the target

population that will be sampled i.e. who is to be surveyed –

• Customer

SAMPLE SIZE: - 250

• Customer -

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 DATA ANALYSIS & ITERPRETATION

Ques. - Do you posses any Mobile phone?

Yes
No

ITERPRETATION:-

54% SAYS YES

46% SAYS NO

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Ques. – Which operator service do you have?

B.S.N.L.
AIRTEL
RELIANCE
OTHERS

ITERPRETATION:-

39% B.S.N.L.

31% AIRTEL

22% RELIANCE

8% OTHERS

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Ques. - Are you satisfied with your service?

Yes
No
Can't Say

ITERPRETATION:-

66% YES

26% NO

8% CAN’T SAY

13
Ques. – How you came to know about your services?

TV
RADIO
NEWSPAPER
FRIENDS
OTHERS

ITERPRETATION:-

23% TV

33% RADIO

14% NEWSPAPERS

19% FRIENDS

11% OTHERS

14
Ques. - Are you using prepaid or postpaid connection?

PREPAID
POSTPAID

ITERPRETATION:-

73% PREPAID

27% POSTPAID

15
Ques.–Which mode of recharge you will prefer?

EASY RECHARGE
RECHARGE CARD

ITERPRETATION:-

68% EASY RECHARGE

22% RECHARGE CARD

16
Ques. - Do you think that private co. can offer you better services as
compared to BSNL?

Yes
No

ITERPRETATION:-

48% SAYS YES

52% SAYS NO

17
Ques. - Are you aware about the different scheme provided by your
operator?

YES
No

ITERPRETATION:-

73% SAYS YES

27% SAYS NO

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 COMPANY PROFILE

Type Communication Service Provider

Availability Countrywide except Delhi & Mumbai

Owner The Government of India

Key people Rita Goyal (CFO); Kuldeep Goyal (CEO)

Founded 19th century, incorporated 2000

Website www.bsnl.in

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 BOARD OF DIRECTORS

Corporate structure of BSNL Board consists of CMD & Five full time Directors Human

Resource Development (HRD), Planning & New Services, Operations, Finance and

Commercial & Marketing, who manages the entire gamut of BSNL operations. There are five

other Directors in the full Board of BSNL

CMD- Mr. Kuldeep Goyal

Shri Kuldeep Goyal has joined as Director (Plg. &NS) on BSNL

Board on 1st May, 2007. He is an Engineering graduate from IIT Roorkee. He joined the

Indian Telecommunication Service in 1972. He is having vast experience in telecom field

and had worked in all disciplines such as planning, installation, operation and maintenance of

wire line and wireless services, data services, computerization of various activities in the

telecom network and provision of value added services.

He has served in various parts of the India viz. Gujarat, Madhya Pradesh, Delhi and Mumbai

etc. He was also deputed to foreign project at Yemen through Telecommunication

Consultants India Ltd. In his previous assignment as Chief General Manager, Maharashtra,

from October, 2005 to April, 2007, he was overall in charge for monitoring of operations,

planning and expansion of telecom network of the largest circle of BSNL and contributed to

rapid growth of telecom network in Maharashtra and Goa states during this period.

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Prior to that, he was working as Executive Director, MTNL, Mumbai from December, 2004

to October, 2005. He was responsible for rapid growth of GSM Network of MTNL Mumbai

more than doubling the connections during this short period, taking market share of MTNL

Mumbai from 8.93% in December, 2004 to 15.5% in October, 2005, in just 10 months against

stiff competition.. Broadband service was also started in January, 2005, building up a

customer base of 40,000 by October, 2005 in just 9 months.

He has delivered a number of talks on various topics relating to Telecom for GSM

Association, Institute of Engineers, Institute of Electrical and Telecommunications Engineers,

CII, DD and AIR. He published many articles in 'Telecommunications' Journal on topics viz.

'Telecommunication Industry at a glance', 'Universal access -An international perspective' and

'Trade in Telecommunications'. He was also a Member of National Working Group of ITU-

T Study Group 2 on operational aspect of service provision, networks and performance of

telecom networks and participated in meeting of ITU-T Study Group 2 at Geneva. He was

also a member of Telecommunication Committee of Indian Merchants Chambers, Mumbai.

In his present assignment, Shri Goyal would be responsible for ensuring planning and

execution of strategy for expansion of BSNL network to achieve the targets set by the

Government for 2010.

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Director (Operations)- Shri J.R.Gupta

Shri J.R. Gupta is an Electrical Engineer, graduated from Punjab

Engineering College, Chandigarh in 1971 securing first rank in the Punjab

University. He joined the Indian Telecom Service of the DOT through a country

wide competitive examination in December 1972. During the last more than 33 years, he held

various important & responsible positions in the DOT. He has worked for

installation/commissioning of Telecom Transmission Projects, Planning, Network Operations

and Maintenance, Human Resource Development, Regulatory Affairs, and Licensing and

Standardization. Before joining the BSNL Board, as Senior Dy. Director General, he was

heading the Telecom Engineering Center of DOT, which is a reputed institution that works on

Telecom Standardization, Engineering, and evaluation of Telecom Projects, Services and

Networks.

Shri J.R. Gupta has joined the BSNL Board as Director (Operations) on 02-11-2005.

His main thrust is on improving the Systems and Methods so as to achieve Optimal

Performance of BSNL's extensive country-wide (except Delhi and Mumbai Metros)

Infrastructure and Network. He is also responsible for short-term and long-term business

interests of the Company, particularly; Customer Satisfaction by way of ensuring timely,

satisfactory and quality services, coordination with field units, successful implementation of

New Technologies and Services through proper monitoring, and providing world class

integrated Telecom Services in the highly competitive environment.

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Director (Finance)- Shri S.D.Saxena

Shri S.D.Saxena has taken over as Director (Finance) in BSNL on

03.04.2002. Shri Saxena holds an excellent academic record. He is M.Sc. (Physics) and MBA

(Financial Management). Winner of many awards and medals, he was awarded Chancellor's

Gold Medal for being the most outstanding student in the Agra University in the year 1967.

Prior to joining the Government of India through the IAS, etc. examination of 1972 he was a

lecturer in Physics at the University of Rajasthan at Jaipur and taught for six years. During

this period he was associated with various organizations including Tata Institute of

Fundamental Research (TIFR) and Atomic Energy. Among the notable assignments of Shri

S.D. Saxena, special mention can be made of C-DOT where he was involved in setting up of

C-DOT with Shri Sam Pitroda and Padmshri G.B. Meemamsi. He was also Director (F) in the

E-10 B Project for induction of Electronic Switching System in Indian Telecom Network.

He was IFA of Mahanagar Telephone Nigam Ltd. for 7 years and was actively

involved in the GDR Issue, rated as one of the best GDRs brought out by an Indian Corporate

including private companies. He was a member of Rakesh Mohan Infrastructure Committee

which made significant recommendations for the growth and development of Indian

infrastructure sector. Shri Saxena has been an acting Member of the Study Group III under

the aegis of International Telecommunication Union. He was the Chairman of the Special

Rapporteur Group of Study Group III for telecommunication statistics which made significant

contributions for the presentation of telecom statistics on a Global scale

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Director (Planning & New Services)- Mr. A.K. Sinha

Mr.A.K.Sinha joined the Indian Telecommunication Service of Govt of

India in the year 1969. He is B.Sc (Engineering) from MIT Muzaffarpur. Prior to joining

Indian Telecom Service he worked as a Lecturer at Bihar College of Engineering, Patna.

Mr..Sinha has wide experience in installation and commissioning of various switching

systems in the network of Calcutta Telephones and Delhi Telephones. While working as

Divisional Engineer (Installation), he was instrumental in commissioning first C-400 type

Japanese Telephone Exchange in the network of Calcutta Telephones and thereafter in

MTNL, Delhi Telephones. Mr. Goyal has got installed C-400 and many Analogue as well as

Digital Telephone Exchanges.

Mr.Sinha has worked as General Manager (Dev) in MTNL Corporate Office as well as

MTNL Delhi Telephones. He has taken extensive training both within the country and abroad

in various Telecom Switching Systems and many other important fields of

Telecommunications. He has also worked for three years on deputation to the Telecom

Department of Government of Nigeria as Principal Engineer Training. Mr. Goyal has worked

as Chief General Manager of Andaman and Nicobar Island Telecom Circle and Jharkhand

Telecom Circle. Mr. Sinha joined as CMD BSNL on 16.09.2004. Prior to joining as CMD, he

was working as Sr. DDG (Switching) in BSNL Corporate Office

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Director(Commercial & Marketing)- Vacant

Presently, Shri J.R. Gupta, Director (Operations) BSNL is looking after the charge of Director

(Commercial & Marketing)

Director (HRD) - Shri Niranjan Singh.

Shri Niranjan Singh joined the Indian Telecommunication Service of

Government of India in the year 1971. He is B.Sc. (Electrical

Engineering) from Aligarh Muslim University with specialization in communications. Prior to

joining Department of Telecommunications, he worked with U.P. State Electricity Board for

two years. While serving, he did MBA degree in Financial Management.

During more than 35 years of service in Department of Telecommunications and Mahanagar

Telephone Nigam Limited in various capacities, he acquired wide experience for operations,

maintenance and development of network, personnel, financial, commercial and marketing,

project implementation, regulatory affairs, signing and implementation of various agreements

with other parties. He was actively involved in legal affairs of MTNL in various fields, public

relations and coordination with other utility agencies.

Shri Singh was deputed to Kingdom of Saudi Arabia as Senior Engineer-cum-Quality

Surveyor for Telecom Operations and maintenance projects of Eastern Province and also as

Project Director of Saudi Telecom external plant expansion turnkey project in the capital city

of Riyadh during 1985-90. Shri Singh has visited countries like USA, UK, Germany, Sweden,

25
Bahrain, Singapore, Malaysia and Hong Kong to get exposure of management of telecom

systems at international level.

Before joining as Director (HRD), Mr. Singh held the charge of Chief General Manager

(South) and Principal Chief General Manager (Operations) in MTNL, Delhi.

Shri Singh joined as Director (HRD) on 1st May 2005. He is responsible for formulating and

implementing policies pertaining to Establishment, personnel, industrial relations, training,

restructuring and other HR related affairs.

26
ORGANIZATIONAL CHART OF BSNL

27
 HISTORY OF THE COMPANY

Bharat Sanchar Nigam Limited (known as BSNL) is a public sector communications

company in India. Its headquarters are at Statesman House, Barakhamba Road, New Delhi. It

has a status of Mini Ratna - a status assigned to reputed Public Sector companies in India.

BSNL is India's oldest and largest Communication Service Provider (CSP). Currently BSNL

has a customer base of 64.8 million (Basic & Mobile telephony). It has footprints throughout

India except for the metropolitan cities of Mumbai and New Delhi which are managed by

MTNL. As on March 31, 2007 BSNL commanded a customer base of 33.7 million Wire line,

3.6 million CDMA-WLL and 27.5 million GSM Mobile subscribers. BSNL's earnings for the

Financial Year ending March 31, 2008 stood at INR 401.8b (US$ 9.09 b) with net profit of

INR 89.4b (US$ 2.02 billion). Today, BSNL is India's largest Telco and one of the largest

Public Sector Undertaking of the country with authorized share capital of US$ 3.95 billion

(INR 17,500 Crores) and net worth of US$ 14.32 billion.

The foundation of Telecom Network in India was laid by the British sometime in 19th

century. The history of BSNL is linked with the beginning of Telecom in India. In 19th

century and for almost entire 20th century, the Telecom in India was operated as a

Government of India wing. Earlier it was part of erstwhile Post & Telegraph Department

(P&T). In 1975 the Department of Telecom (DoT) was separated from P&T. DoT was

responsible for running of Telecom services in entire country until 1985 when Mahan agar

Telephone Nigam Limited (MTNL) was carved out of DoT to run the telecom services of

Delhi and Mumbai. It is a well known fact that BSNL was carved out of Department of

Telecom to provide level playing field to private telecoms. Subsequently in 1990s the telecom

28
sector was opened up by the Government for Private Investment, therefore it became

necessary to separate the Government's policy wing from Operations wing. The Government

of India corporative the operations wing of DoT on October 01, 2000 and named it as Bharat

Sanchar Nigam Limited (BSNL).BSNL operates as a public sector.

29
 VISION, MISSION & OBJECTIVES

VISION

To become the largest telecom Service Provider in Asia.

MISSION

To provide world class State-of-art technology telecom services to its customers on demand at

competitive prices.

To provide world class telecom infrastructure in its area of operation and to contribute to the

growth of the country's economy.

OBJECTIVES

• To be a Lead Telecom Services Provider.

• To provide Quality and reliable fixed telecom service to our customer and there by

increase customer's confidence.

• To provide mobile telephone service of high Quality and become no. 1 GSM operator

in its area of operation.

• To provide point of interconnection to other service provider as per their requirement

promptly.

• To facilitate R & D activity in the country.

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BRAND NAMES OF BSNL SERVICES

Following are the approved brand names of various BSNL services:

• CORPORATE SIGNATURE :

 POSTPAID CELLULAR SERVICE:

 PRE-PAID CELLULAR SERVICE:

BSNL UNITS IN INDIA

Telecom Circles Metro Districts

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Andaman & Nicobar Telecom Circle Calcutta
Andhra Pradesh Telecom Circle Chennai
Assam Telecom Circle Project Circles
Bihar Telecom Circle Eastern Telecom Project Circle
Chhattisgarh Telecom Circle Western Telecom Project Circle
Gujarat Telecom Circle Northern Telecom Project Circle
Haryana Telecom Circle Southern Telecom Project Circle
Pratapgarh (U.P.) Telecom Circle IT Project Circle, Pune
Jammu & Kashmir Telecom Circle Maintenance Regions
Jharkhand Telecom Circle Eastern Telecom Maintenance Region
Karnataka Telecom Circle Western Telecom Maintenance Region
Kerala Telecom Circle Northern Telecom Maintenance Region
Madhya Pradesh Telecom Circle Southern Telecom Maintenance Region
Maharashtra Telecom Circle Specialized Telecom Units
North East-I Telecom Circle Data Networks
North East-II Telecom Circle National Centre For Electronic Switching
Orissa Telecom Circle Technical & Development Circle
Punjab Telecom Circle Quality Assurance
Rajasthan Telecom Circle Production Units
Tamil Nadu Telecom Circle Telecom Factory, Mumbai
UP(E) Telecom Circle Telecom Factory, Jabalpur
UP (W) Telecom Circle Telecom Factory, Richhai
Uttaranchal Telecom Circle Telecom Factory, Kolkata
West Bengal Telecom Circle Other Units
Training Institutions Telecom Stores
Advanced Level Telecom Training Centre North East Task Force
Bharat Ratna Bhim Rao Ambedkar Telecom Electrical Wing
Institute Of Telecom Training
National Academy of Telecom Finance and Telecom Civil Wing
Management
Regional Telecom Training Centres
Circle Telecom Training Centres
District Telecom Training Centres

MARKETING STRATEGIES OF BSNL

32
SYNOPSIS.

This article deals with the miracle shared vision can do to the organization. Vision concept

and philosophy at an individual as well as organization level has been discussed. It also

covers importance and driving force of vision in Marketing strategies, Selling, Business

Development, Market share etc. Various marketing trends have been mentioned. It is an effort

to share vision with one and all.

1. Introduction.
Our visions begin with our desires.

- Audre Lorde
We all have some visions of ourselves and our future, and that vision creates consequences.

More than any other factor, vision affects the choices we make and the way we spend our

time.

Visions drive consequences.

Principles drive results.
Key is to base vision on principles.

- Stephen R Covey.

It is true for individuals as well as organizations. The strongest form of vision / motivation is

to base vision on “What Legacy we want to leave.” And to achieve it we must take a

principled centered path. History is full of examples that many organizations have vanished

grown and vanished overnight as their path to achieve vision was not based on principled way

Vision of the organization can only be translated into reality, if it is shared by one and all. The

best way to implement is to involve them in formulation. But even if it is conceived by higher

management then it has to be explained to each and every individual of the organization,

otherwise it may remain as a showpiece.

33
2. Marketing Objective.

The ultimate objective of any marketing activity is to satisfy the customers and today even a

step ahead i.e. ‘delighting’ the customers, for which customers are offered something beyond

their expectations from the service or the product. The objective being to acquire and retain

the customers, who should continually feel that they are getting more value of the money,

they are departing with.

Marketing is the establishment, development, maintenance and optimization of long-term

mutually valuable relationships between consumers and organization. Successful Marketing

focuses on understanding the needs and desires of the customers and is achieved by placing

these needs at the heart of business by integrating them with the organization strategy, people,

technology and business processes. At its most basic, Marketing involves customers,

organizations and relationships and the combination creates the need for the management.

In simple words it implies a buyer, a seller, bonded by the mutual need, satisfying offer and a

medium/process to exchange the offer.

3. Marketing Process.

We often talk of marketing & Sales and often use it interchangeably without understanding

the difference in it. Marketing is everything we do to get and leverage a client relationship.

Marketing process is broad and includes all of the following: -

 Discovering what product, service or idea customers want.

 Producing a product with the appropriate features and Quality.

 Pricing the product correctly.

 Promoting the product; spreading the word about why customers should buy it.

34
4. Contrasting the Sales Concept with the Marketing Concept:-

The concepts surrounding both selling and marketing also differ. There is a need for both

selling and marketing approaches in different situations. One approach is not always right and

the other always wrong - it depends upon the particular situation.

In a marketing approach, more listening to and eventual accommodation of the target market

occurs. Two-way communication (sometimes between a salesperson and a customer) is

emphasized in marketing so learning can take place and product offerings can be improved.

The 7Ps for service marketing (Product, price, place, promotion, physical evidence, people &

process) are the means to attain, nurture, & retain the customers and not the end.

5. Mission & Vision.

Here is a test to find whether

Your mission on earth is finished:
If you are alive, it isn’t.
Richard Bach.
Most of the big companies have a Vision & Mission statement so as to guide their all energy,

efforts to realize it. BSNL also has a vision ‘To become the largest Telecom Service provider

in South East Asia’. Firstly we need to understand the parameter for being the largest. Is it

revenue, ARPU, profit, subscribers, Network (no of exchanges, BTS etc)? From monopoly to

multi operator scenario, BSNL’s market share is bound to reduce. But how much down we

will let it? There are lot of similarities between British Telecom & us. One must keep watch

on market share in monthly growth and take timely action. To improve our share, we need to

acquire more than 50% of new acquisitions while maintaining earlier. This is Q.uite

challenging in this dynamic environment. Today landline base is reducing across globe, but

why? Europe defines an operator with 25% or more market share as Significant market Power

35
(SMP), while they intend to increase it largest operator and we must strive not only to

maintain but enhance it. We need to act fast. Timely action is an essence What should be our

marketing Vision, will it help us in inspiring to achieve higher. Can it be something such as

“To retain the highest market share, build highest brand equity and maximizing the profits?”

6. Brand Equity.

We may think what is Brand equity? In simple words it is how far people are willing to pay if

we increase our prices i.e. premium for our services. We may feel happy to say there is lot of

black marketing of our SIM cards. Is it a healthy sign? We reduce prices when competitors

launch new schemes. Does it imply poor brand equity? Brand Equity can be built with good

equity of Quality of services at the affordable price. Continuous innovation in product and

delivery of services with the appropriate pricing is the key strategy for developing the trust in

customer so that he keeps his loyalty with BSNL. We have to be first mover in our efforts for

product and price differentiation. Presently the market is in growth phase and price could be a

differentiating factor, but how long? Is any scope left for further cuts? Ultimately it is the

Quality, customer care, and timely availability apart from price, which will matter.

What is USP (Unique Selling Proposition) for BSNL? A Government company which

delivers. A government company which gives service better than private could be a deadly

combination, which no competitor can copy.

7. Social Responsibility.

B.S.N.L. the most trusted telecom brand in year 2003 & 2004. We have been given

Golden Peacock award for Best Corporate Social responsibility. How can we leverage these

distinctions? These achievements need to be highlighted through public relation exercise like

press meet. This will help us in building our marketing image. In sales and distribution front

36
though we have over one-lakh retailers, 1000 franchisees, 3300 CSCs, 36000 exchanges why

are we not visible like others? Why can’t we utilize all possible space? Can’t we leverage our

franchisee and STD-PCO strengths? Can we make these outlets as our core strength? Why our

recharge coupons, India Telephone Cards are in shortage when there is no capacity

constraint? Does it imply that our planning for printing, inventory management, logistics, and

supply chain and of course franchisee management is inefficient? Do we have targets for

these just like DELs & Cell One? Why can’t we leverage this huge network for better

customer care and improve collection efficiency? We must realize that with waiver of security

deposits, no OYT schemes, no advance rentals, adjustment of landline security for Cell One,

we don’t get fixed deposits to meet our funds requirements. Everything has to be met from

Operating revenues. We need to improve collections, realize bills early, not on the last day of

payment and reduce bad debts. We need to provide 24X7 culture in our organization, though

we have been providing operation and maintenance on 24X7 basis in the past and we will

continue to provide in future too, but what about provisioning customer care and marketing

on 24X7 basis?

8. Business Development.

Business development units have been given the task to develop and nurture long-term

relations with corporate houses. Many MoUs have been signed. Bulk bills are being issued.

One-point payments are being realized for multiple service locations. Key Account Manager

concept has been introduced. All this requires change of mindset in addition to the skills of

marketing & sales. Do we have skilled manpower? Is our organization setup apt for better

results? The staff expense to revenue ratio could be a good indicator.

No doubt our revenues are up. Profit has increased. But consider the marketing budget we

have in comparison to others. Even with this little budget many circles are unable to utilize it.
37
We need to probe ourselves. Corporate office has permitted delegation of up to 70% of Circle

budget to SSAs. Does it mean that our budget planning is wrong? How should we allocate

marketing budget and which parameter to weigh?

•Per DEL/Mobile

•Acquisition cost

•Life time value

•Competitor spend

•Growth targets

9. Life Time Value

You can’t give people pride, but you can provide the kind of understanding that makes people

look to their inner strength and find their own sense of pride.

- Charleszetta Waddles.

It is high time we learn fast, groom ourselves, improve our mindset and act fast. Business

perspective is equally important as excellence in Telecom operations, maintenance, and

installations & planning. Our core competence should be telecom business acumen and not

just traditional expertise developed over the

10. Summary

Vision is set in the Boardroom but realized in the battlefield. Each and every customers has

to continuously lead this battle to be victorious. The corporate office is always willing to

provide all resources. Together we can realize our vision.

CAPITAL OUTLET OF BSNL

38
 Cumulative Capital Outlay

BSNL had Gross fixed assets of over Rs 1,11,692 crores (US $ 25.12 Billion) as on
31-03-2006.

CAPITAL INVESTMENT

Annual Capital Investment in the network has increased from Rs. 785 crores (US$ 0.18 billion) in 1986-87 to over
Rs. 6838 crores ( US $ 1.53 billion) in 2005-06. This investment has been financed mainly by the internal accruals.

39
 COMPETITORS

Type Public, Listed on BSE

Founded 1985
HeadQ.uarters New Delhi, India
Key people Sunil Mittal
Industry Telecom
Mobile and Fixed-Line
Products
Telecommunication operator
Revenue USD 3.66 billion
Website http://www.Bharti.com

Bharti Airtel, formerly known as Bharti Tele-Ventures Limited (BTVL) is among India's

largest mobile phone and Fixed Network operators. With more than 40 million subscriptions

as of May 2007, the company is one of the world's fastest growing telecom companies. It

offers its mobile services under the Airtel brand and is headed by Sunil Mittal, India's sixth

richest men with a total worth of US$6.9 billion. The company is the only operator to provide

mobile services in all the 23 circles in India. The company also provides telephone services

and Internet access over DSL in 14 circles. The company complements its mobile, broadband

& telephone services with national and international long distance services. The company also

has a submarine cable landing station at Chennai, which connects the submarine cable

connecting Chennai and Singapore. The company provides reliable end-to-end data and

enterprise services to the corporate customers by leveraging its nationwide fiber optic

backbone, last mile connectivity in fixed-line and mobile circles, VSATs, ISP and

international bandwidth access through the gateways and landing station.

40
Airtel is a brand of telecommunication services in India operated by Bharti Airtel.

Airtel is the largest cellular service provider in India in terms of number of subscribers. Bharti

Airtel owns the Airtel brand and provides the following services under the brand name Airtel:

Mobile Services (using GSM Technology), Broadband & Telephone Services (Fixed line and

Internet Connectivity), Long Distance Services and Enterprise Services (Telecommunications

Consulting for corporate).

Leading international telecommunication companies such as Vodafone and SingTel hold

partial stakes in Bharti Airtel.

TATA TELESERVICES

Tata Teleservices Limited (TTSL) is part of the Tata Group of Companies, an Indian

Conglomerate. The company forms part of the Tata Group's presence in the

Telecommunication Industry in India, along with Tata Teleservices (Maharashtra) Limited

(TTML) and VSNL.

41
 IDEA CELLULAR

Idea cellular is a wireless telephony company operating in various states in India. It initially

started in 1995 as a join venture between the Tatas, Aditya Birla Group and AT&T by

merging Tate Cellular and Birla AT&T Communications.

Commons: Image: Idea Cellular logogriph created by User: Karan deshmukh9005.

Initially having a very limited footprint in the GSM arena, the acquisition of Escorted in 2004

gave Idea a truly pan-India presence covering Maharashtra (excluding Mumbai), GAO,

Gujarat, Andhra Pradesh, Madhya Pradesh, Chattisgarh, Uttar Pradesh (East and West),

Haryana, Kerala, Rajasthan and Delhi (inclusive of NCR).

42
 MARKETING OF MOBILE PHONES

The communication has become so important in the world of today that it provides a ground

for success almost in all fields of human interactions, communications is the sum things

that one person does when he wants to create understanding in the mind of other. It is a

bridge of the meaning. It involves a systematic and continuous process of telling,

listening and understanding. Recent developments in the field of communication have

revolutionized the style of human being in the society. The telephones and mobile

phones have become the necessities of daily life. The two instruments play an important

role in the business profession and in jobs as well. Through India is a developing

country but it has successfully converted its capacity to realities in the field of human

interactions/ communication. Some specific group (businessman, professionals,

customers) enjoy the facilities of mobile phones and instrument is becoming more

popular with the passage of time. Bharat Sanchar Nigam Limited and some other

private companies like Airtel and Reliance are working in the field of providing the

facilities to the common people. The instruments manufactured by the national and

foreign companies are in the market. The urban population is their target customers in

the unaware of the benefits of the mobile phones in day to day life, therefore some

specific methods of marketing are required to make the mobile phones an article of

daily use in the rural areas.

43
AVAILABILITY OF MOBILE HANDSETS SETS AND CONNECTION
AT PRATAPGARH SUB-DIVISION.

Two basic things required for the use of mobile & landline phones by the people of a
particular area are:-

(1) Availability of mobile & landline phones sets

(2) Availability of land line connections as well as WLL signals in the areas. As it has

already been discussed that there are 78 Gram Panchayat and one municipality in

Pratapgarh Sub-Division. In this area main two companies are providing land line

connection and WLL signal to the people and these are:-

(1) Bharat Sanchar Nigam Limited (B.S.N.L.)

The B.S.N.L. has providing sim cards of mobile telephony to 120,000 customers as on

31 March 2009 under prepaid and postpaid facility. 32400 customers has been provided

prepaid connections facility and 87,600 customers has preferred for postpaid services. At the

time

Following schemes of recharging are implemented by B.S.N.L.

(1) Rs. 331 (Talk value Rs. 175) (Period 30 days +15 days)

(2) Rs. 551 (Talk value Rs. 361) (Period 45 days +15 days)

(3) Rs. 1102 (Talk value Rs. 822) (Period 120 days +15 days)

(4) Rs. 2204 (Talk value Rs. 2000) (Period 180 days + 15 days)

(5) Rs. 3306 (Talk value Rs. 3000) (Period 365 days +15 days)

44
(2) Airtel:-

The Airtel has provided connections to 30,000 customers. Out of these customers

28050 has been provided prepaid sim cards and 1950 customers has

Been provided post paid sim cards . Under prepaid sim cards

Schemes are implemented by the companies are as follows:-

(1) Rs. 110 (Talk value Rs. 49.32) (Period 10 days)

(2) Rs. 330 (Talk value Rs. 175) (Period 30 days)

(3) Rs. 660 (Talk value Rs. 473) (Period 45 days)

(4) Rs. 1100 (Talk value Rs. 873) (Period 69 days)

(5) Rs. 3000 (Talk value Rs.2869) (Period 365 days)

Recharging facility for B.S.N.L customer is available in 10 market places of the area. The

sub-dealers of the company are working in the area. The following are the places where

authorized dealers are available for recharging the prepaid connection of B.S.N.L customers

• Balipur

• Sadar

• Babaganj

• Govindpur

• Meerapur

• Vikasnagar

• Dahilamau

45
 • Civil Lines

• Ramji Puram

• Shivji Puram

Authorized dealer of Airtel have established the business (dealership) in 6 market places and

these are:-

• Babaganj

• Govindpur

• Balipur

• Civil Lines

• Sadarbazar

• Shivpuri

The availability of mobile phones sets is possible at all the market places of the area . It is due

to the fact that the area is adjoining to Pratapgarh. This city is a major business centre of

Punjab. The authorized dealer of all the companies producing mobile phones sets has

established this business in the city. The whole sale marketing activities take place there. The

retailer of the area uses to purchase the sets from the Pratapgarh for selling them in villages.

It was found that mobile phones of different companies were displayed at about 19 places in

the area namely:-

• Govindpur

• New Colony

• Civil Lines

• Viveknagar

46
 • Pota Parcha

• Meerapur

• Balipur

• Babaganj

A LEARNING EXPERIENCE

As part of course curriculum of PGDM, students and required to undergo training for around

2 months at the end of second semester. This training helps students to get acquainted with

the practical aspects of the work scenario & provides them with the desired level of

experience that would be beneficial for them once they complete their studies.

Complying with the course curriculum, I took a three weeks research report at B.S.N.L .

During these three weeks I was able to learn a lot that should supplement my studies in the

next two semesters. The project given to me was regarding the” CUSTOMER BEHAVIOR

FOR PREPAID & POSTPAID CONNECTION” under Pratapgarh (U.P.) Sub-Division” at

B.S.N.L...

My timings were from 10.00 A.M. to 5.00 P.M. On the very next day I started working on my

project I had to prepare a questionnaire for conducting a survey to know about the

“CUSTOMER BEHAVIOR FOR PREPAID & POSTPAID CONNECTION” I had to go

through extensive literature survey about B.S.N.L.and about its policies.

On the whole, these three weeks gave me a lot of practical exposure and taught me a lot. My

training at B.S.N.L was informative and wonderful experience for me. It helped me to

develop good reasoning skills and aptitude for work and moreover also enhanced my

confidence level. I consider myself lucky to have got an opportunity to work as a trainee
47
with this esteemed organization. My training taught a lot and I am sure that knowledge and

experience attained through this training would surely help me in my future assignment.

48
 LIMITATIONS

• As the questionnaire was distributed amongest various customerss of BSNL, few of

the customers were hesitating in answering the questionnaire.

• Some of the customerss were given enough time to answer to questionnaire but still

they were not able to do the required.

• Some customerss did not respond few questions because they were not sure about the

answer as the questionnaire was in the objective form.

• A very busy as well as hectic scedule was prevalent which was an obstruction.

• Absence of expert researchers was a big problem.

• Weather was also a problem because at that time temperature was too low.

49
 FINDINGS

The major findings of the study are summarized as follow:-

• While surveying I got that 54% people have mobile phones and 46% haven’t.

• Out of total person availing the facility of mobile phones users 39% B.S.N.L., 31%

AIRTEL, 22% RELIANCE, & 8% are OTHERS have opted connections.

• In 250 people 66% were satisfied, 26% weren’t & 8% says they can’t say because they

haven’t any idea about there service provider companies competitors.

• On analysis it was found that 23% by TV, 33% Radio, 14% Newspaper, 19% Friends,

& 11% customers got information about

• On analysis it was found that 73% customers have got postpaid connections and 27%

customers have opted prepaid connections.

• 52% customers say that B.S.N.L. can offer better services than private companies

because B.S.N.L. has Govt control.

• In Pratapgarh (U.P.) sub-division B.S.N.L. has provided connection to 5000

customers and Airtel has provided connection to 3950 customers

• In the area the sim cards of B.S.N.L. and Airtel are recharged at 10 places and 6 places

respectively

• The services were provided by B.S.N.L. and Airtel in 2003 in this sub-division and

after that a considerable increase in the number of customers has been witnessed in the

both the companies.

50
• A considerable section of the customers (48%) uses the mobile phones because of the

reason that by using it , they can have regular contact with their family members .

However 30% of the customers said that it helps them in their business/ employment

activities. remaining 22% are using for some other reasons

• The users were asked to tell “how the mobile phones can be made popular in the area.

The 44% said that signal should be made available in all villages, 48% said that

B.S.N.L and Airtel should introduced some new schemes of prepaid sim card and 8%

of the users were of the view that latest models of different companies should be

introduced in the market .

• On the same question the non-users view point was as follow:- 20% said that some

cheap models(product) should be introduced, 66% said that some new schemes on less

rate be introduced by B.S.N.L. and Airtel and 14% said that existing schemes should

be popularized in the area.

• The 16% of the sub dealer of the view point that cheapest models should be

introduced in the rural market. 28% were of the view point that people should be made

aware about the benefits of mobile phones.32% of the sub-dealers said that some more

schemes should be introduced by B.S.N.L. and Airtel and 8% were of the view that

latest models should be introduce.

51
 SUGGESTION & RECOMMENDATIONS

• Some efforts should be made at local level to make the mobile phones popular in the

area.

• As the financial range of the rural population is limited therefore the cheap models

should be displayed at market places

• The availability of recharging facility is not regular in the area. Some steps should be

taken in this direction.

• Dealer should try to improve their after sale services

• Some more and cheaper schemes should be started by B.S.N.L.

• B.S.N.L should try to expand its signal facility as it is not available in many villages

of the area Displaying of mobile phones in maximum possible market places is the

important factor in this direction

52
 CONCLUSION

The present study has attempted to candidly review, examine and explore in

depth various aspects of customer’s behavior for prepaid & postpaid connection

of B.S.N.L. During the course of study, a large number of observations have

come to light. The present chapter is aimed at presenting the major findings

which emanate from the study and offering some useful suggestions, which have

been incorporate in two sections vis, its section first contains major conclusion

and finding and section second deals with some useful suggestions.

53
 QUESTIONNAIRE

Ques. 1 - Do you posses any Mobile phone?

Ans.a. Yes b. No

Ques. 2 – Which operator service do you have?

Ans - ………………………….

Ques. 3 - Are you satisfied with your service?

Ans. - a. Yes b. no

Ques. 4 – How you came to know about your services?

Ans.-a. TV b. Radio c. Newspaper

d. Friends e. other

Ques. 5 - Are you using prepaid or postpaid connection?

54
Ans- ……………………………….

Ques 6.–Which mode of recharge you will prefer?

Ans- a. Easy recharge b. Recharge coupon

Ques 7 - Which services of your operator you like the best?

Ans- ………………………………

Ques.8 - Do you think that private co. can offer you better services as
compared to BSNL?

Ans- a. Yes b. no

Ques.9 - Are you aware about the different scheme provided by your
operator?

Ans- a. Yes b. no

Ques.10 - What type of problem you are facing with your operator?

Ans - …………………………………

Ques.11 - Any suggestion you want to give your operator?

Ans - …………………………….

55
 BIBLIOGRAPHY

1 Newspapers:

• Times of India
• Hindustan Times

2 Websites:

• www.google.com
• www.bsnl.in
• www.yahoo.com

3 Magazines

• India Today
• Bussiness World
• Outlook

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THANK’S ALOT

57